I stumbled onto your channel...awesome stuff! I also REALLY love how you write on the screen...how do you do this? Do you have a window or see through glass whiteboard and "mirror" the camera? Or use a mirror and have the camera out of frame? So good :)
Situation: What are you currently using to manage spreadsheets (say client answers: each person uses a spreadsheet). And how many people do you have doing that : 24. Pain question: how do you aggregate all spreadsheets ... answer: we do a manual merge once a week. This indicates not real time, lots of manual work, potential for errors etc. Cheers - Jacco.
THANK YOU simple, clear, concise well described, visually appealing, your expressed excitement in teaching-learning and sharing your knowledge makes this my favorite and easiest to understand explanation.
Question: I would like to know more about how much time is too much or too little and how engaged should the SQL be before moving on to commitment? Anyone?
situation discovery questions is when you ask prospects about their current state. Questions like this can start with, "what happens when..." Here's a pretty in-depth discovery workshop worth watching ruclips.net/video/MGn8N6ca3uM/видео.html
From a cold call perspective that’s true and I agree not recommended. We pursue relationships with people who are educated in the public domain by content - so when they approach to learn more they are interested in sharing what is going on. When that happens - same way as a doctor in a hospital - professionals need to be able to perform a proper diagnose. To your point - not to 🌶 🌶 them with useless questions.
@@WinningByDesign what you can recommend for uneducated public? How this mindset can be shifted? Can you clarify your point of view on that matter? Thank you
From what I understood, in this case, the potential customer already had a previous call (outbound/inbound) with someone at your company (SDR), in the prospect stage, so this is a sales rep. follow up call. Which normally means that the potential costumer already showed interest and will probably not mind the questions.
And then there was light ! Thanks man… you change my life
Jacco best most concise straight pointers to learn and be better. Thank you for sharing. Kudos!
Thank you JP. Makes my day.
Hey Jacco! This is really helpful. Really glad saw your video tonight. Thank you!
Great to hear Kari. Glad it helped.
I stumbled onto your channel...awesome stuff! I also REALLY love how you write on the screen...how do you do this? Do you have a window or see through glass whiteboard and "mirror" the camera? Or use a mirror and have the camera out of frame? So good :)
Super cool ! thank you so much. Going on a demo right now
Just found this video. This is pure gold, thank you, Jacco.
What would you be an example 'Situational' and 'Pain' questions?
Situation: What are you currently using to manage spreadsheets (say client answers: each person uses a spreadsheet). And how many people do you have doing that : 24.
Pain question: how do you aggregate all spreadsheets ... answer: we do a manual merge once a week.
This indicates not real time, lots of manual work, potential for errors etc.
Cheers - Jacco.
@@WinningByDesign Thank you for the response, Jacco, that's really helpful.
Incredibly insightful as always, you rock Jacco!
THANK YOU simple, clear, concise well described, visually appealing, your expressed excitement in teaching-learning and sharing your knowledge makes this my favorite and easiest to understand explanation.
Thank you Terrance that means the world to us. Cheers.
thank you, that was so useful !
Great! Exactly what I was looking for.
Happy to help! Pass it forward.
Very impressed by the content on the channel! Especially your videos Jacco! I'm hooked
Amazing.... Super helpful
Damnnn, that was really professional. Thanks
Some Situational questions examples for selling content writing service?
How do you write in the video like that? The video team is intrigued!
it's simple. Just write normally and then mirror it in post production.
Amazing insights!
Thank you for the kind words
Question: I would like to know more about how much time is too much or too little and how engaged should the SQL be before moving on to commitment? Anyone?
This is amazing
situation discovery questions is when you ask prospects about their current state. Questions like this can start with, "what happens when..."
Here's a pretty in-depth discovery workshop worth watching ruclips.net/video/MGn8N6ca3uM/видео.html
Thanks Mor, your video is really good too. And I like how you're promoting it.
🐐
From the customer perspective. Why should i answer your questions? It is not in my interest. It is you calling me and wasting my time.
From a cold call perspective that’s true and I agree not recommended. We pursue relationships with people who are educated in the public domain by content - so when they approach to learn more they are interested in sharing what is going on. When that happens - same way as a doctor in a hospital - professionals need to be able to perform a proper diagnose. To your point - not to 🌶 🌶 them with useless questions.
@@WinningByDesign what you can recommend for uneducated public? How this mindset can be shifted? Can you clarify your point of view on that matter? Thank you
Education. Education. Education. That’s why we publish videos in the public domain - to help educate. Cheers.
From what I understood, in this case, the potential customer already had a previous call (outbound/inbound) with someone at your company (SDR), in the prospect stage, so this is a sales rep. follow up call. Which normally means that the potential costumer already showed interest and will probably not mind the questions.